Director, Indian GSI Partnerships

3 weeks ago

Santa Clara California, United States Palo Alto Networks Full time
Job Description

Your Career

You will manage the GTM activities for Indian GSI’s for the Palo Alto Networks Americas sales motion - principally Infosys, Wipro, Cognizant and HCL.  The GTM Director will work with in-region core and specialist sales teams, working closely with their partner counterparts to promote joint sales plays and drive net-new business and incremental market share. The role will focus on delivering measurable results, including increased bookings and increased net-new customer acquisition through sales and marketing efforts.

Collaborate with cross-functional internal and partner teams to drive GTM sales, marketing and enablement motion.  Prepare and deliver partner plans and support partner business reviews. 

Your Impact

Co-develop with the Americas partner’s team, the Americas business plan that will provide appropriate execution steps to achieve target growth byPartner’s Service Lines,  Industry Segments & Market Units

Palo Alto Networks’ Sales Segments (Strategic, Majors, Enterprise)

Build a regular cadence of relationship-building, responsible for “partner peering” exercises to enable stronger partnerships

Work at a deal level to facilitate the joint pipeline, provide weekly tactical support on order processing and order management, and ensure purchase orders are submitted in a timely manner according to Sales forecasts in Salesforce

Educate the North America Partner’s Sales team on our enterprise security platform value proposition to drive growth

Build relationships with the relevant Partner’s & Palo Alto Networks Regional Leads, to help support the business (training, enablement, marketing, sales, support, etc.)

Accept inbound and perform outbound telephone calls and make weekly onsite visits to regional Partner teams, to identify new sales opportunities, enable pipeline growth, and drive connectivity and relationship building

Work with joint country leadership (Sales, SE, Marketing, Channel) to implement local business plans - Ensure the right cross-functional and decision-making stakeholders at the Partners are involved in the Business Plan process and sign-off on its approval

Develop and lead Quarterly Business Reviews (QBR) with cross-functional stakeholders from both organizations to measure progress against mutual business objectives

Actively work with the Partner’s executive leaders at Managing Director and Client Partner levels to proactively generate leads and to have Palo Alto Networks introduced to the Partner’s clients and prospects

Balance short-term initiatives with longer-term development objectives

Work with sales team on tactical deal-level pricing strategies and leveraging additional investment and enablement capacity

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